The document discusses different types of sales organizations. It describes functional sales organizations with roles like account executives, industry sales managers, and systems reps. Product sales organizations allow profitability by product to be easily found. Customer oriented organizations group customers and pay special attention to their needs. Geography oriented organizations minimize travel costs and allow local issues to be addressed efficiently. Sales information systems facilitate analysis and management of sales data.

1. Submitted by
Ajay Kumar
14380MA004

2. Definition
• Sales organization is a group of people working together to
achieve the objective of sales-which is to capture a certain
share of market while satisfying the customers.
• It undertakes the effective marketing of products produced
by the undertaking or even products purchased for resale.

3. Need and Importance of Sales
Organization
• Defines Lines of Authority
• Establishes Basis of Communication
• Provides for Coordination and Balance
• Ensures that all Necessary Activities are Assigned and
Performed

6. Functional Sales Organization
Account Executives
(salespeople)
Industry Sales
Managers
Systems reps
(technical support)
Systems
Manager
Market
Administration
(training and installation)
Administrative
Manager
Division Marketing
Manager

7. Functional Sales Organization
 Focus on phases in customer relationship:
 Decision can be taken promptly.
 The number and size of department can be
decided on the basis of requirement of the
enterprise.
 Follow-up technical support and service.
 Similar type of activities can be grouped under a
particular department.

9. Product Sales Organization
• The profitability of each product can be found
easily
• Healthy competition can be maintained between
different products.
• The top executive can have detailed information
on the sales condition on each product.
• It is difficult to coordination between different
departments

10. Customer Oriented Sales
Organization
• When the department action of sales organization is
done on customer basis , it is called customer oriented
sales organization.
• The customer may be grouped in the form of direct
consumers , middleman customers , manufacturer
customers or may be government office customers.
• The customer can be paid special attention according
to their varying needs.

11. Geography Oriented Sales
Organization
◦ Tends to achieve lowest costs
◦ Travel time and expenses are minimized
◦ Sales Administration and overhead costs are kept low.
◦ Local problems and local market conditions can be
understood and tackled by the executives efficiently.

12. Sales Information System
 Sales management information system facilitates
managers to actually see the productivity of each sales
territory, sales person and distribution.
 Sales management system is used in:
• Sales Analysis
• Distribution System
• Direct Sales
• Advertising
• Direct Response
• Service Centre.